WHAT YOU'LL DO
Cultivate Strong, Consultative Relationships
Own and facilitate the onboarding and training of new customer accounts with a focus on demonstrating value early and often.
Own net revenue retention across your customer base - monitor health signals, catch risk early, and intervene before a quiet account becomes a churn risk
Maintain active and consultative relationships across all accounts; we want to support immediate goals but also understand their (often shifting) longer term vision
Build multi-threaded relationships so you're never one champion departure away from a renewal problem
Conduct EBRs and strategic planning sessions in order to cultivate relationships and highlight value for VP/C-Suite level stakeholder
Grow the book
Carry an expansion and upsell quota; identify opportunities within your accounts and drive them to close in partnership with Sales
Map white space — teams, use cases, and workflows within your accounts that aren't yet using Capsule but should be
Frame expansion conversations around customer outcomes and organizational goals/priorities
Partner internally on renewals and risk
Forecast renewals accurately and flag risk early
Work closely with Sales on renewal strategy and expansion pipeline so handoffs are clean and nothing falls between the cracks
Bring customer intelligence back to Product and GTM, in order to inform road map, advocate for customer needs, and refine the ICP
Grow CS Team Impact
As a member of a small team, you’ll take on side projects that help us scale.
These projects will include things like training videos, workflow documentation, webinar production, engagement activations, AI workflow automations
WHAT WE’RE LOOKING FOR
3-7+ years in enterprise CS, Account Management, or post-sales SaaS
Demonstrated success driving user adoption and influencing new workflows across teams
Demonstrated track record of hitting NRR and/or expansion targets — you've owned a number and hit it
Strong experience partnering with sales on expansion planning and execution
Eager to get in the weeds and comfortable with building the plane as we fly at an ever increasing speed
Skills
Commercially sharp: you can identify expansion opportunities, co-build the business case, and carry them to close alongside Sales
Data-fluent: you use product usage signals, engagement trends, and business metrics to drive your account strategy and your customer conversations
Organized at scale: you have a real system for staying close to your customer base
Patience and love for training: there is no implementation team, we own the customer from their first post sale interaction and conduct all training (interactive, small group sessions)
Mindset
You're motivated by the commercial side of CS, not intimidated by it
You think in account plans knowing where each customer is, where they could go, and what it'll take to get them there
You care about your customers' creative work and understand why brand and video quality matter to them; that's what makes your expansion conversations feel like partnership, not sales
COMPENSATION AND BENEFITS
Salary range: $100-$120k Base + Variable + Equity
Comprehensive benefits: medical, dental, vision, and life insurance.
Remote-first culture
A CS org that's still building, meaning your instincts and experience about what good looks like will actually shape how we do things
